For E-Commerce, the constant shift in buying behavior of customers are affected by some factors that include:
- Self-research by Buyers
- A frictionless buying process
- Limited interaction with sales until and unless value addition is given
Sales enablement and E-Commerce go hand in hand and are shared with the relevance of a few data points that can be utilized to enable sales. Here are a few KPIs that would enable E-Commerce Practitioners to provide value to the Sales Team.
Product Affinity simply means the rate at which certain products are purchased together. This can help in the creation of kits and bundles which will be making the buying process less tedious and with added discounts can bring in more sales.
The production metric often gets tied to usage timeframes. This is for the reason that the sales rep can communicate with the Customer that the product is currently used may not be up to the specification as to when it was produced.
Shipment type utilized:
The frequency at which a particular shipment type is utilized by a Customer will help to negotiate Sales reps to provide better deals on shipping mechanisms to avoid high-cost shipment option usage.
This is the KPI to check on the number of products under control which will assist the Sales rep to revisit previously ordered products by Customers over the lifetime of the relationship.
Product mix across a particular account portfolio which can be either for a particular segment or geographical territory may have similarities and trends but would have some gaps in product inclusions. These gaps can be filled by products popular across the product portfolio.